Give 'Em Choices

Well….it’s official…I’m back to work. Part of me is a little sad…but I must say I’m very glad to be back. I’m definitely a better mom because I’m a working mom. We all get a little bit of space and our time together is amazing! As the old saying goes, “distance makes the heart grow fonder”. Definitely true for us working parents!!

So I’m sure you’re wondering…is she going to blog about parenthood AGAIN!? Come on…give me a break… I have been with kids for 3 months straight! So yes, this blog is related to parenting, but I promise my next one won’t be.

Give 'em choices! That’s my biggest take-away from the summer. It’s a Sales 101 technique. Give the customer choices and you’ll reduce the number of objections you’ll get:

“Would you like your first shipment to arrive on the 15th or 20th?”
“Do you prefer quarterly or monthly invoicing?”
“Do you want it in blue or red?”

Giving choices allows the customer to make quick decisions, feel that they are controlling the process and eliminates objections. When these choices are mixed with open ended options sales magic happens. Rapport gets strong. You work together. You move your prospects to partners. (catchy right?)

One thing to note, don’t use close-ended questions when data gathering. You won’t get your prospect talking and engaging in open conversation. Choices and close-ended questions are only for CLOSING.

My toddler reminded me of this Sales 101 lesson this summer. I found when I gave him choices; he felt in control and was content.

“Ben, do you want to wear a blue shirt or red shirt?”
“Do you want to walk or run to the car?”
“Do you want Mommy or Daddy to give you a bath?”

Granted, it gets hard to come up with options. You have to think quick…and most of the time it can be tiny choices and they work. However, one time this summer I was struggling to get him in the car seat. I’m sure you parents know what I’m talking about… he was doing the arch the back, scream, fight like crazy... he did NOT want to be strapped in. And isn’t it lovely that this always happens when others are watching you? It always happens in a public parking lot.

As I struggled to come up with a choice for him all I could think was…“Do you want me to kick your little bottom now or later?” No no no, I didn’t kick his little bottom… Instead I let him know that we don’t always get choices and this was one of those times when my choice trumps his. And I was ready to GO! And wouldn’t you know…after getting him strapped in and a 5 minute drive home we were both back in love!

Thanks for stopping by…. Have a great week selling!